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Job Description
job title:Sr. Director Commercial, Clinical Mass Spectrometry
Location:Central or Northern Europe (proximity to large hub international airport)
Reporting:Vice President & General Manager, Clinical Diagnostic Systems
Company Information:

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of $18 billion and 55,000 employees in 50 countries. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics and increase laboratory productivity. Through our premier brands – Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support. For more information, please visit www.thermofisher.com.


The Clinical Diagnostics Division (CDD) is an organization made up of business units which develop, manufacture and market instruments and consumables that serve a broad, diverse mix of diagnostic segments. The major business units include Niche Diagnostics, Biomarkers, Clinical Diagnostic Systems (includes clinical mass spectrometry), and Clinical Diagnostic Reagents. The division manages a diverse portfolio of products servicing multiple end markets. CDD maintains recognized technology and manufacturing leadership in the markets in which it serves. CDD has approximately $800M in revenue and 2,000 employees across the Americas, Europe and Asia. Primary global business locations are in California and Virginia for the United States; primary global business unit locations also include Germany and Finland. Emerging markets focus particularly in the China marketplace. The Clinical Diagnostics Division is part of the Specialty Diagnostics Group within Thermo Fisher Scientific.
Position Summary:

The Sr. Commercial Director will build, lead, train, and manage a rapidly expanding global commercial team, supporting the launch and rapid market penetration of a new clinical mass spectrometry product line in CDD’s Clinical Diagnostic Systems (CDS) business unit. The scope of the role includes sales, field marketing, commercial operations, field service and support, technical support and customer service. The Sr. Director will manage these functions within a direct and matrixed reporting structure to implement the strategy, develop and manage key business processes and focus the organization on achieving its objectives. The position reports to the Vice President &General Manager of CDS and will be part of the Senior Leadership Team of the CDS business unit.
Key Responsibilities:
  • Develop and lead the commercial function for the Clinical Mass Spectrometry product line within the company’s CDS business unit
  • Lead a global commercial team consisting of regional sales leaders, and leaders for field service, technical support, commercial operations, customer service and field marketing, either directly or through matrix relationships
  • Work closely with VP/GM and other leaders of the CDS business unit, Division and Company leaders to drive execution of the Clinical Mass Spectrometry commercial strategy and tactics to achieve business objectives
  • Achieve revenue and growth targets for the product line, and maintain accurate sales forecasts
  • Develop an organizational structure and robust processes that promote an exceptional customer and team experience
  • Work closely with CDS Sr. Director of Marketing and the product management and marketing teams to prepare and execute promotional tactics
  • Develop and execute the commercial plan for the Clinical Mass Spectrometry product line
  • Rapidly expand organization bandwidth and build the required core competencies of the sales, field service and support teams
  • Recruit and develop team members in order to enhance performance, productivity, and employee job satisfaction
  • Build and maintain strong relations to the KOL’s in the IVD LC/MS field.
  • Conduct market intelligence and provide recommendations to improve market penetration and growth opportunities.
Minimum requirements / qualifications:
  • University degree in biochemistry, life sciences, business administration or similar
  • Minimum of 15 years of relevant industry experience, with a proven track record in sales and marketing in In Vitro Diagnostics (preferred), Life Sciences, Pharmaceuticals or Medical Device markets
  • Minimum 10 years of experience in leading and developing international sales teams
  • Strong experience in sales of high-ticket capital equipment into the healthcare market, including financed placements such as Cost per Test, and Cost per Reportable business models
  • Experience in leading non-sales commercial functions, such as commercial operations, field service, technical support and customer service organizations across multiple regions
  • Excellent senior level management and leadership skills and ability to work and lead in a matrix organization environment
  • Proven ability to pro-actively & successfully manage sales budgets and sales forecasts
  • Proven track record in managing growth business in complex and competitive markets
  • Proven experience with organizing and managing a senior multinational sales team
  • Strong experience and proven success in sales and contract negotiations
  • Strong business acumen, strategic planning & analytical skills
  • Strong communication and presentation skills
  • Excellent English language skills, both written and spoken
  • The position requires frequent global travel and regular travel to the CDS business HQ in Vantaa/Finland
If you are interested in this role, please forward your CV to: natalie.aggelidou@thermofisher.com

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
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